The question is copertina

The question is

The question is

Di: Thinking Focus
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A proposito di questo titolo

 We believe that people and teams underperform. Not because they want to, not because they mean to but because they can't get out of their own way. This may not be down to them; it could be the culture or the environment. Our experiences shape our mindsets and habits, often causing us to get stuck. Changing behaviour requires a change in mindset. Join us on this journey as we discuss everything from 'how we think' to techniques and shortcuts to help us shape our thoughts to help us achieve our goals. We will be asking a range of questions about how the way that we think shapes our ability to change, be more productive and lead effectively.© Thinking Focus Limited 2020 Economia Gestione e leadership Management
Episodi
  • 164 - Why do buyers care about impact, not product?

    164 - Why do buyers care about impact, not product?
    Apr 29 2026

    Why do sales conversations so often end up stuck on price?

    Because the moment your product becomes the centre of the conversation, comparison is inevitable — and value gets lost.

    In this episode, we explore value-led selling and why buyers don't want products — they want confidence in outcomes.

    We unpack:

    • Why focusing on your solution pushes buyers into risk mode
    • How complex buying decisions shift responsibility onto the customer
    • Why customers want help making the right decision, not choosing a product
    • How to reposition yourself as a trusted advisor, not a vendor

    Through real programme examples, we challenge a deeply held belief:
    Even the best product doesn't matter as much as what it enables.

    You'll learn how to:

    • Shift the conversation from "what we sell" to "what they need"
    • Align your expertise to customer outcomes
    • Build value propositions rooted in impact, not features
    • Strengthen trust — even when it means walking away from a deal
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    22 min
  • 163 - How can I improve my confidence (REVISITED)?

    163 - How can I improve my confidence (REVISITED)?
    Apr 15 2026

    Another look back into our podcast library, Richard heads back to when we asked the question, How can I improve my confidence.

    Richard explores how our confidence changes over time, especially when working on something big or important to us, and that can lead to confidence wobbles, yet with a small amount of planning ahead of time, we can handle these low points and power through to achieve our goals and objectives.

    If you want to listen to the original podcast, it is called 'How can I improve my confidence?' and is podcast 112 from March 2026. You can listen to it here - https://thequestionis.libsyn.com/112-how-can-i-improve-my-confidence

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    7 min
  • 162 - Why do deals stall when I have a champion?

    162 - Why do deals stall when I have a champion?
    Apr 1 2026
    Ever had a deal that felt "done"… only for someone to appear out of nowhere and derail it? In this episode, Richard and Ricky explore one of the most common — and costly — mistakes in complex sales: assuming one strong champion is enough. Having a supporter doesn't mean you've sold the deal. It often means you've only sold part of the story. We break down the four buyer types in complex sales and explain: Why deals stall even when you have internal advocacy How unseen stakeholders quietly influence outcomes What happens when you don't know who really has a say How this applies not just externally, but internally too You'll also hear a familiar scenario — the moment the atmosphere changes, the objections shift, and you realise the decision is no longer in your control. This episode will help you: Identify who truly needs to be involvedUnderstand what matters to different buyer types Tailor your message so it lands with everyone, not just your champion
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    19 min
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